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22 notecards = 6 pages (4 cards per page)

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Social Psyc Exam #3 (Social Influence)

front 1

Milgram Experiment

back 1

front 2

Asch experiment

back 2

front 3

Conformity

back 3

Changing one’s attitude or behavior to match a perceived social norm.

front 4

Descriptive norm

back 4

The perception of what most people do in a given situation

front 5

Informational influence

back 5

Conformity that results from a concern to act in a socially approved manner as determined by how others act

front 6

Normative influence

back 6

Conformity that results from a concern for what other people think of us.

front 7

Obedience

back 7

Responding to an order or command from a person in a position of authority.

front 8

Triad of Trust

back 8

front 9

Manipulating the Perception of Trustworthiness

back 9

front 10

Other Tricks of Persuasion

back 10

  • "Free Gifts" & Reciprocity
  • Social Proof
  • Getting a Foot-in-the-Door
  • Persuasion: So Easily Fooled 324
  • A Door-in-the-Face
  • "And That's Not All"
  • The Sunk Cost Trap
  • Scarcity & Psychological Reactance

front 11

Central route to persuasion

back 11

Persuasion that employs direct, relevant, logical messages

front 12

Fixed action patterns (FAPs)

back 12

Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited

front 13

Foot in the door

back 13

Obtaining a small, initial commitment

front 14

Gradually escalating commitments

back 14

A pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once.

front 15

Heuristics

back 15

Mental shortcuts that enable people to make decisions and solve problems quickly and efficiently

front 16

Peripheral route to persuasion

back 16

Persuasion that relies on superficial cues that have little to do with logic

front 17

Psychological reactance

back 17

A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms.

front 18

Social proof

back 18

The mental shortcut based on the assumption that, if everyone is doing it, it must be right.

front 19

The norm of reciprocity

back 19

The normative pressure to repay, in equitable value, what another person has given to us

front 20

The rule of scarcity

back 20

People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms.

front 21

The triad of trust (definition)

back 21

We are most vulnerable to persuasion when the source is perceived as an authority, as honest and likable

front 22

Trigger features

back 22

Specific, sometimes minute, aspects of a situation that activate fixed action patterns.